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Influencing Decisions in Sales

In: Making the Compelling Business Case

Author

Listed:
  • Wolfgang Messner

    (MYRA School of Business, GloBus Research)

Abstract

To most clients’ purchasing officers and vendors’ account managers, the dance around the sales and evaluation process is frustrating, especially because both of them need to answer the same ultimate question: Do the business benefits offered by the vendor at a certain cost match the client’s need for business value?

Suggested Citation

  • Wolfgang Messner, 2013. "Influencing Decisions in Sales," Palgrave Macmillan Books, in: Making the Compelling Business Case, chapter 10, pages 371-379, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-137-34057-3_10
    DOI: 10.1057/9781137340573_10
    as

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